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Paul Vallee, founder and executive chairman of Pythian, a fast growing Oracle partner headquartered in Ottawa, Ontario, said vendors like HP will have a hard time competing against the Oracle Database Appliance. That's because the product is fully integrated and tested making Oracle database installations, upgrades and migrations seamless, said Vallee.
The Appliance marks the first time that Pythian, a long time Oracle software solution provider, is selling an integrated hardware software offering based on Oracle's Sun hardware. Vallee expects the Oracle Database Appliance to allow him to double his business in one year from a $20 million run rate business to a $40 million business.
Vallee expects hardware to account for as much of 15-20 percent of his sales with the Oracle Database Appliance. "This is brand new for us," he said. "Oracle Database Appliance and the new channel strategy have opened the door to a new relationship with Oracle for us."
Oracle's decision to not buy a large services company as rival Hewlett Packard did with EDS also makes Oracle a more compelling partner than HP, said Vallee. "HP buying EDS dramatically reduces my appetite for partnering with HP," he said. "Oracle has some services. But they are not making it the primary driving vision of how they are going to double their company (size)."
The Oracle partner recruitment effort comes on top of record gains in Oracle's partner numbers. Oracle OpenWorld this year attracted some 4,500 partner registrants, up from 2,100 last year, said Althoff. "This is the largest Oracle Partner Forum in history by a long shot," he said. The partner forum participation is ten times larger than just four years ago.